Getting Past No

Getting Past No

Negotiating in Diffcult Situations

By William L. Ury

Bantam Books, Paperback, 9780553371314, 189pp.

Publication Date: January 1, 1993

Description
We all want to get to yes, but what happens when the other person keeps saying no?
How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker?
In Getting Past No, William Ury of Harvard Law School's Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You ll learn how to:
Stay in control under pressure
Defuse anger and hostility
Find out what the other side really wants
Counter dirty tricks
Use power to bring the other side back to the table
Reach agreements that satisfies both sides' needs
Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don t have to get mad or get even. Instead, you can get what you want


About the Author
William L. Ury, a consultant, writer, and lecturer on negotiation, is associate director of the Harvard Negotiation Project.